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About the Role
The Director NATO & Nordics will lead the regional sales organization, drive Planet’s Go-To-Market (GTM) strategy, and accelerate revenue growth across national security, defense, and government sectors. This role involves owning the regional revenue target, driving executive alignment, and establishing disciplined pipeline governance. The Director will build, mentor, and coach a team, architect strategic programs, lead negotiations, and scale partner ecosystems. The ideal candidate is an accomplished sales leader with deep defense domain expertise and an established executive network across NATO, Northern European markets, and key industry players.
Responsibilities
- Drive Strategic Revenue Growth: Own and execute a result-oriented Go-To-Market (GTM) strategy to build, negotiate, and close high-value, complex deals across sovereign defense and government sectors, consistently hitting or exceeding regional quota targets.
- Forecast Governance & Predictability: Maintain rigorous pipeline hygiene (Salesforce.com) and deliver accurate, data-driven revenue forecasts to executive leadership through disciplined deal inspection and pipeline management.
- Capture Strategy & Value Messaging: Engineer tailored capture strategies and high-impact executive narratives that align with agency-level priorities, resonate with key decision-makers, and win competitive procurements.
- Manage, Coach & Empower: Build, mentor, and scale a high-performing sales team, establishing a culture of accountability, operational excellence, and continuous professional development.
- Methodology Alignment: Train and inspect direct reports on core sales methodologies and capture frameworks (e.g., MEDDPICC, Shipley), coaching them on deal qualification, stakeholder mapping, and win strategies.
- Talent Bench & Scaling: Proactively recruit, onboard, and retain elite commercial and defense-domain talent to build a solid talent bench as the regional footprint expands.
- Cross-Functional Matrix Alignment: Orchestrate seamless collaboration across internal matrix teams including Government Affairs, Product, Engineering, and Field Marketing to align corporate capabilities with regional market opportunities.
- Technical & Post-Sales Win Alignment: Partner closely with Pre-Sales/Solutions Engineering to secure technical wins, and collaborate with Post-Sales teams to ensure flawless customer onboarding, retention, and long-term expansion.
- Deal Cadence & Executive Escalation: Communicate deal velocity transparently across internal business units, mobilizing executive sponsorship and cross-functional support when needed to de-risk complex pursuits.
Requirements
- 8+ years of relevant work experience and 6+ years supervisory / leadership experience, with a track record of driving revenue growth, building high-performing teams, and consistently exceeding multi-million-dollar individual and team quotas.
- Ability to recruit, mentor, and retain top-tier talent, instilling a high-accountability culture and coaching direct reports through complex, multi-year deal cycles.
- Deep experience establishing pipeline discipline, accurate revenue forecasting, and thorough deal inspection using Salesforce.com and modern sales methodologies (e.g., MEDDPICC).
- Extensive background navigating complex government, NATO, and defense procurement frameworks (e.g., NCI Agency, FMS/DCS, national MoD acquisition bodies) across Northern Europe and Allied Command structures, with a focus on key Nordic nations (Sweden, Finland, Norway, Denmark).
- An established, C-level network across Defense Ministries, Intelligence Agencies, Allied Commands, and European Defense Primes / System Integrators.
- Deep understanding of how commercial technology and advanced data feeds support Allied posture, sovereign defense, intelligence, and ISR missions.
- Success collaborating across internal matrix teams (Government Affairs, Product, Engineering, Legal) to align corporate capabilities with regional opportunities.
- A strategic, self-directed leader with commercial judgment, adept at leading teams through dynamic, high-growth, or startup-like market environments.
- Professional working proficiency in English, the language of the company.
Skills
- Sales leadership
- Go-To-Market (GTM) strategy
- Revenue growth
- National security
- Defense sector
- Government sector
- Pipeline management
- Forecasting
- Team building
- Mentoring
- Coaching
- Strategic program architecture
- Commercial negotiation
- Partner ecosystem scaling
- Salesforce.com
- MEDDPICC
- Shipley
- Government procurement frameworks
- NATO
- Nordic markets
- Defense Ministries
- Intelligence Agencies
- Allied Commands
- European Defense Primes
- System Integrators
- Commercial technology
- Data feeds
- ISR missions
- Cross-functional collaboration
- Strategic leadership
- Commercial judgment
- High-growth environments
- Enterprise business development
- Nordic language proficiency (plus)
Location
- London
Work Type
- Full-time
- Hybrid
Experience Level
- Director
- 8+ years relevant work experience
- 6+ years supervisory/leadership experience
- 5+ years progressive sales leadership and enterprise business development experience
Salary/Compensations
- £93,500—£116,850 GBP
Benefits
- Paid time off including vacation, holidays and company-wide days off
- Employee Wellness Program
- Home Office Reimbursement
- Monthly Phone and Internet Reimbursement
- Tuition Reimbursement and access to LinkedIn Learning
- Equity
- Volunteering Paid Time Off
About the Company
- Planet designs, builds, and operates the largest constellation of imaging satellites in history, delivering an unprecedented dataset of empirical information via a cloud-based platform to authoritative figures in commercial, environmental, and humanitarian sectors.
- We are both a space company and data company all rolled into one.
- Customers and users across the globe use Planet's data to develop new technologies, drive revenue, power research, and solve our world’s toughest obstacles.
- We have a people-centric approach toward culture and community and we strive to iterate in a way that puts our team members first and prepares our company for growth.
- Join Planet and be a part of our mission to change the way people see the world.
- Planet is a global company with employees working remotely world wide and joining us from offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.
Equal Opportunity
- Planet is committed to building a community where everyone belongs and we invite people from all backgrounds to apply.
- Planet is an equal opportunity employer, and committed to providing employment opportunities regardless of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, pregnancy, childbirth and breastfeeding, age, sexual orientation, military or veteran status, or any other protected classification, in accordance with applicable federal, state, and local laws.
- Know Your Rights.